As a Salesperson, You Should Know That the Second of the Five

question 35

Multiple Choice

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:

• A) interest.
• B) insight.
• C) intent.
• D) inference.
• E) incubation.

Evaluate the effect of task difficulty and incentive value on achievement motivation.

Understand the role of affective forecasting in anticipating emotional outcomes.

Comprehend the use of the Thematic Apperception Test in assessing personality traits.

Recognize the physiological systems involved in emotional response.